Michael brings a level of expertise that is hard to match in the SFE speaker faculty - he has the type of knowledge required for pharma to succeed in the current market - he has held senior sales & marketing positions working on major international brands in FMCG, OTC products and pharmaceuticals.

• Adopt a long-term mindset to foster innovation and build flexible commercial models
• Capitalise on increasing customer knowledge in the digital age: Set the industry benchmark for pro-active selling by creating a flexible and tech-savvy sales team
• Encourage creative thinking in sales and learn from other industries that have used change to revolutionise their operations

• Work with a variety of healthcare stakeholders to determine a long-term purchasing strategy
• Essential new selling skills your sales force needs to keep up with increasingly educated and health-conscious customer
• Understand what global buying means for your product to create a flexible and pro-active sales revenue strategy

Enrique is a driver of innovation in the Spanish pharmaceutical market - he holds the firm believer that paramount to success in today's market is to change pharma's mind-set from product orientated organisation to a service driven organisation.

• Transform your business culture from a product to a customer focused and deliver value-added services for key payers and stakeholders
• Equip your sales team with the necessary tools and freedom to reach out and develop relationships with key influencers
• Utilise new channels of communication to derive valuable insight into customer needs and identify new key influencers
• Streamline internal relationships to maximize value delivered to stakeholders

Per has been invited to speak due to his track record of success, he is constantly striving to create a state of the art sales organisation that has the customer at the heart of his corporate strategy - he'll be showing you Leo pharma managed to buck the trend and deliver double digit growth

• When do you take the decision to change strategy?
• What can be the change drivers?
• How do you succeed with a changed strategy?
• When will you know that you have succeeded?

• Learn the increasing importance of health outcomes research and evidence based medicine- and explore what this means to your sales reps
• Find out how to create cost effectiveness studies that satisfy payer demand- examples of studies from across the industry that have successfully demonstrated added value
• Determine how offering added value services can bring you closer to your customer

• Learn how to interact with non-clinical decision makers at the proposal and presentation stage
• Understand which metrics beyond price should be used and considered when submitting your tender applications
• Discover how leading sales organisations, outside of pharma sell value to procurement departments

Andreas is an outstanding speaker, he'll help you understand where you need to position your global & local SFE analytics and show you how to get there

• The ever increasing challenge of organizing efficient and effective support and guidance for multiple local businesses
• The efficiency trap of standardization
• The "this is different" trap of localization
• How to ensure the effectiveness focus across services and locations
• Key success factors observed from running it at the ever-elusive "right" balance
• Observations from the quest to get there

Lars is a business leader of high calibre - he knows that it takes to get a long term strategy implemented and will show you how proper change management planning will ensure you achieve long term success

• Understand the importance of balancing and allocating resources in both strategy creation and change management processes to establish a strong performance culture
• Develop robust change management initiatives to ensure that your well thought-out strategies are implemented successfully
• Understand the importance of ensuring top-down management buy-in for the case of change

Wim is an overall business leader with a distinguished background, it is a pleasure to have him as part of the SFE 2012 speaker faculty

Kam is an international business director that delivers commercial excellence across different geographies and regions

• Learning from the past to adopt a long-term mindset to foster innovation and build flexible commercial effectiveness models
• Encourage creative thinking in sales and learn from other industries that have used change to revolutionise their operations

• Discover why the roles of your key decision makers are expanding and the importance of KOL engagement to your future sales success
• Understand the power and motivation of your new customer network; payers, HCPs, advocates and even patients
• Discover where and who your key influencers are and align your sales strategy to meet their needs

Ian is a distinguished speaker with a worldwide profile, his personal experiences and commitment to patient value are always at the heart of his arguments - he is a speaker not to be missed

• Discover why the patient is quickly becoming an increasingly dominant stakeholder in pharma
• Establish patient benefit early in your sales planning to ensure the buy in- of key decision makers
• Case study: discover the power of patient-benefit driven sales messages in increasing product uptake

• Learn identification and mapping methods to which match the right KOL to your company's needs
• Efficient tracking techniques: Identify experts, track communications and ensure activities
• are compliant
• Build individual and collaborative stakeholder and opinion leader engagement plans to maximise the sales effort and ensure stakeholder buy-in

Waheed knows how to create credible relationships with your stakeholders because he has been one , his years as a surgeon in the NHS means that he truly knows what added value looks like for KOLs

• Learn about the crucial link between the sales and medical department to maximise interactions
• Understand the mind-set, goals and motivation of your stakeholders: appreciate the stakeholder journey to identify the key value- adding benefits
• Develop a targeted list of stakeholders and influencers with the correct expertise, skills and experience to improve and support the success of your drug on the market
• The importance of implementing "systems thinking" to integrate market access, KOL management and competitive intelligence into one uniform set of stakeholder objectives

Christian is an expert in global product launches and will show you how to create the right environment for your brand to succeed from launch to phase out

• Review the crucial steps you must take pre-launch to build the foundation for brand success
• Where and why market access must be involved, and its importance in ensuring that the value proposition is fully anchored
• Optimizing your scientific communication & pre-launch KOL collaboration
• How you can align your marketing activities to unlock the full potential of your brand to maximise sales potential

Michael is an expert in his field and has his finger on the pulse with regards to EU regulation - he'll deliver unrivalled insights on how changes in UK, Spain, Greece and Italy will affect your sales models

• Understand and overcome regulatory challenges from across Europe and relate these to your sales team
• Spotlight on the NHS: GP Commissioning Consortia, NICE and Value Based Pricing
• Spotlight on Greece Italy and Spain; the credit crunch, government debt and risk-how you can maximise your sales potential in fluctuating markets
• Build strong local market access teams by successfully co-ordinating your medical affairs function to achieve global market access success

Janice is a pricing and market access expert with years of experience in how to create the right value proposition for your different customer segments.

• How market access and launch teams can identify the right value proposition for your customers
• How organisational structures can be used to place market access at the centre of your business development strategy
• Discover what channels we need to use in order to maximise launch potential and maximise sales

Frédérque is an expert on pricing and will show you whether it is possible to have a pan-EU pricing strategy

• Discover the differing importance of value, and how it is used to determine pricing across Europe
• Understand the convergence and divergence of pricing strategies and the issues that arise from such differing approaches
• Steps you can take to reconcile these management issues, and create a more streamline and manageable market access and sales strategy

Paolo will be arming you with key examples on how to create joint working agreements and what relationships with HTA's, Payers and Pharma will mean to your sales organisation

• Discover how collaboration between stakeholder groups can benefit pharma in the long run
• Hear examples of joint working and evaluate how challenges that arose were dealt with
• How the relationships between HTA's, pharma and payers can be managed internally and what that will mean to your sales force structure

• Integrate digital with traditional marketing approaches to build your profits exponentially
• Maximise the opportunities with search engine marketing and create user friendly portals
• Position your brand to adopt the latest mobile technologies to increase customer value

Andreas is key to the SFE speaker faculty, he is at the forefront of a fast moving curve within pharma sales, he'll give you Roche learnings on success and failures in rolling out the ipad to their sales force.

• Examine the evolution of your sales team in the age of digital; how you can maximise the move to a more remote, online sales team, with less physician face time
• Examples of how the sales team are already adopting platforms like Facebook, LinkedIn and Google and how you can build best practice
• Successfully build brand awareness by leveraging your online presence whilst remaining compliant with tough regulations

• Deploy the latest technology to increase detail time and repeat engagement in today's challenging market
• Discover the innovative new tools and technology available to your sales force and determine which ones are most appropriate to your sales objectives
• Hear a detailed case study into increasing physician engagement time with the latest technologies

Mike brings on the ground expertise to the SFE speaker line-up, he admits himself that he is no "tech geek" but he will certainly show you how medtronic have rolled out the ipad and how apps can be crucial to your success in engaging physicians

• Discover the range of opportunities available to your team through the iPad- the most useful apps and examples from pharma
• Hear how iPads are already being used successfully to improve internal sales force interaction as an interactive educational aid and more!
• How iPad apps can be developed to enhance physician interaction and improve your product pitch

Levent is not a tech wizard but he is a forward thinking executive that can show you how he is embracing mobile to drive sales for his company

• Discover the potential opportunities available with real time interaction with your customers
• Take advantage of mobile, its significantly growing importance and how pharma can develop sales and CRM tools to maximise customer interaction
• Get the latest stats and insights into mobile adoption and position your campaign to exploit this channel

Lee has been invited to participate due to his on the ground experience and his straight talking attitude, he has been key to implementing Pfizer's UK KAM strategy over the last 5 years.

• Understand the benefits of KAM methodology before adoption to increase company buy-in and maximise the potential for success
• Ensure implementation success; build a framework to manage the KAM process for your organisation base on your internal core competencies
• Understand how to segment the right accounts to maximise benefits from a KAM strategy
• Explore the pitfalls in the KAM process and how best to prepare and address the common challenges

Tim is a renowned speaker on Key Account Management and operates Vodafone's international team. His teching background makes him an insightful orator on how to extract maximum value from key accounts.

• Learn how Vodafone have implemented KAM into their broader SFE approach
• Understand how Vodafone structure their skill levels to extract maximum value from their accounts
• Learn what tools and technology you can use that will drive sales performance

Anne has been invited to speak at SFE as she not only brings key expertise in creating payer value propositions but also knows how this can impact your KAM strategies

• Integrate market access, pricing and health economics within your organisation to deliver a stronger sales message to payer "key accounts"
• Understand how policy development shapes your value proposition to create successful proposals and tenders
• Explore the pitfalls of this KAM process and how best to prepare and address the common challenges

Allan will discuss with you his ideas about how we can transform "run of the mill" medical representatives into top class account managers supported by truly inspirational line managers"

• How do you encourage the development of both a positive KAM mindset and attitude?
• What approaches should be taken to develop business and commercial acumen?
• Individual case studies - Success and Failure
• The vital role of leadership and why 1st line managers must have support and development

• Look beyond productivity data- the emergence of more innovative qualitative KPIs
• New channels of communication and how to embed them into your sales strategy
• Bring together you market access and commercial functions to achieve sales excellence
• Enhance targeting knowledge to directly communicate with your customer across borders

• Insights on the position of the Specialty market now - what new opportunities exist and how you can utilise them
• What the sales force can learn from specialty selling to keep up in the evolving selling environment
• Commercial insight into how to build and structure your specialty sales team

• What can we learn from the "super speacitly rep"? Discover how to position your reps as a trusted to the physicians
• Examples of the benefits derived from educating your sales force on reimbursement and business economics in order to sell your product
• What does the next level of customer rep look like?

Christoph is a proven expert and can help you understand the enormous opportunities for continued growth in specialty selling

• Key learnings from the industry: successful specialty models and how you can emulate this success?
• Discover the opportunities that truly exist for Big Pharma within this niche area
• Key steps to adapt a specialty mindset to a Big Pharma sales force

Ulrich spots the growth markets and exploits those opportunites - he'll give you key case studies on how to penertrate BRIC companies

• What are the common challenges faced when entering and working within these emerging markets and hear examples of how they have been overcome
• Discover how to sustain your business as well as build and exploit the new markets available
• Hear successful techniques to penetrate BRIC (Brazil, Russia, India and China) and hear where the new acceleration in growth will come in 2015 and beyond
• Discover the therapeutic categories that matter from within these emerging regions and gain in-depth insights on global disease profiling - hear what portfolios will be needed

When it comes to BRICK, E7 and working in ROW countries Duncan is a leader with significant experience, he will show you what is unique in these markets to make your brand stand out

• Understand what makes emerging markets unique and what are the key factors you need to consider when formulating your strategy
• Create brand loyalty at the customer level with targeted marketing campaigns
• Practical insights on how to develop partnerships and alliances that will enable you to prosper in these competitive markets

Pierre is a seasoned business executive with key experience in creating the right relationships with distributers that protect your brand image and drive sales

• Hear key learnings on the importance of partnerships with local manufacturers to create localised products
• Discover how to partner with distributors successfully to create a mutually beneficent relationship
• Understand how pharmacy chains can make the difference to your distribution strategy - how do their needs differ from other stakeholders?

Dirk is a great speaker and as a consequence has been asked to speak at SFE 2012 - he is a business exectuve that knows how to make commercial success in emerging markets

• Hear key examples of how to overcome the obstacles of the new regulations, competition from generics and distribution challenges associated with these emerging markets
• Create an integrated system which is able to blend marketing, sales and R&D seamlessly - as well as continually evolving with the constant addition of new customers and stakeholders over the next few years
• Do huge territories mean lost opportunities? Learn how to manage your territory to create a flexible deployment of the sales force

• Distance Call: How successful was Janssen's digital detailing application for physicians in Russia and how can this work in other regions?
• Discover how receptive the people of these emerging markets are to social media and hear examples of how to stay ahead of the curve with initiative includes the use of Facebook and Twitter

• Understand the most influential rules and restrictions from the National Health Surveillance Agency (Anvisa) and discover the importance of being product focused to guarantee product circulation
• With more than 50,000 pharmacies, discover the most successful techniques to engage them using multichannel tools & strategies to strengthen your relationship, including profit-based-plans

• Prepare yourself for the impending Federal law changes and how they will reduce access to doctors
• How will the pharma-2020 plan affect you? Hear key learnings on the importance of partnerships with local manufactures to create localised products

• Understand the governmental structure and analyse the Drug and Cosmetics Act - hear the key things you need to know and adhere to
• Discover the importance of the correct pricing strategy and hear examples of successful differential (and not low) pricing campaigns

• How Chinese health reforms are rebalancing the national health system in 2012 and beyond
• Understand the differences in regulatory requirements between domestic and international products and the importance of close communication with the regulatory body
• One-child policy - a demographic time bomb?

Frank see's through the KPI madness and evaluates qualitative indicators of performance

• Look beyond productivity data - the emergence of more innovative qualitative KPIs
• New channels of communication and how to embed them into your sales strategy
• Bring together you market access and commercial functions to achieve key management capabilities
• Enhance targeting knowledge to directly communicate with your customer across borders

When it comes to using new technolgies to optomise sales performace - Adam is a leader. He'll show you how continually staying on top of new technologies will increase your top line

• Discussing the importance of technology within the ever-changing landscape: How technology will continuously affect our sales force roles
• Leveraging your data input: How to enhance your effectiveness via the supply and analysis of the right data from clients, peers and competitors (the data tsunami)
• Establishing a platform that blends your current strategy with new and emerging technologies: Creating a strategy that is flexible

Hear Ifti give you key case studies on how to create designated training programmes for second line managers to ensure that you are creating your future business leaders

• Why and how the role of the second line sales manager has changed
• Hear the key skills and capabilities required for future success in this role
• Case study: Developmental activities designed specifically for second line sales managers
• Practical steps to build leadership capabilities and skills into your coaches and second line management team

• Discover how to effectively align incentive compensation with your long term corporate objectives
• The theory behind GSK's feedback based scheme and the key learnings one year after implementation
• Tips on how to implement the right reward and recognition process when working with cross functional teams
• Examples of how to build customized compensation plans for MSL's and Key Account Managers

• Have we lost the value of good 1-on-1 leadership due to our obsession with metrics and KPIs? Discover the growing importance of First Line Management
• Identify the key indicators that recognise top performance in different management settings in order to increase the effectiveness of your management team
• Examine effective techniques that will continue training in to management and improve your sales force from the top down
• Sustain a coaching culture that empowers managers to drive your sales force productivity

• Evaluate a reps competencies and skills in order to discover what you need to do to help improve them to the level they need to be
• Discover how coaching can ensure "learning transfer" for your training programs
• Analyse coaching tools to provide behavioural guidance to the poor performing sales rep

• Innovative methods of hiring the right sales rep - is the future in tough assessment centers rather than on 1-1 interviews?
• Key learning's form research carried out on the turn-over rates of reps and why these people are leaving. Are we making the right hiring decisions?
• Examples of innovative rendition techniques and hear success/failure case studies

• Explore proven methods to send more focused and relevant messages to specific segments based on their attitudes, beliefs, and prescribing behaviour
• Maximize the impact of your sales force with customized tools and material that deliver real value in customer interaction
• How to feed monitoring results quickly to marketing to compliment the rep and establish dialog
• Learn how real time CLM feedback can understand which initiatives and messages are working to adjust campaigns accordingly

Kevin is a SFE leader with year's of experience in regional and global SFE roles, he'll show you how to use multi-channel CRM to the best of your abilities

• How multichannel CRM gives practitioners choice while catering to their inability to get everything they need to know about a therapy from a single interaction
• How to integrate channels and manage the response from customers for a tailor-made approach to each individual customer
• How to align processes to make sure all departments are aware

Morten is a GM that will bring a unique business perspective and will show you how to achieve more with less

• Discover how you can measure the effectiveness of the sales call beyond the raw metrics of call volume, days in field and reach & frequency?
• Secrets to delivering exceptional ROI by being effective as well as efficient
• Develop and measure effective call quality on a shoestring budget

• How can e-detailing and/or teledetailing help you strengthen the pharma - physician relationship whilst cutting your costs?
• Learn how to determine the correct e-detailing approach by segmenting the relevant variables and subsequently offering only the services that are valued the most
• Examples of how to effectively measure edetailing and teledetailing
• Successes of augmenting the sales force with teledetailing on declining brands for Taro Pharmaceuticals

Amanda is an innovator in pharma and has been in charge of creating the right platforms for 360 segmentation - hear her successes and failures

• Learn how to establish a 360 view of customer segmentation
• Understand how to incorporate your current programmes in social media, e-detailing and clm to realise a 360 segmentation strategy
• Hear how Danone approach and establish their 360 approach

• Recognise how you can streamline customer relationship management to increase sales and gain competitive advantage
• Strategies to simplify CRM deployment in a global decentralized organization
• Understand how to realize operational and strategic benefits from your CRM

Giovanni is an SFE expert with over 10 years experience and can show you how to target and segment your message to the right stakeholders at the right time

• Provide better insight to your sales force by the customerization of each sales call to produce a service designed to fulfil all the requirements of each physician
• Improve targeting by using analytics to segment different groups of physicians using a range of key variables and gain insight on to what factors are actually driving prescribing
• Learn to combine analytics with patient level information to establish information on physician activity and use this to both increase and measure sales force effectiveness

• Insights into their CRM deployment in a global decentralized organization
• Recognise how you can streamline customer relationship management to increase sales and gain competitive advantage
• Realize the operational benefits from this CRM approach and how it aligns with mobile and new edetails